Recently a colleague of mine commented, “When Bob Janet makes proposals to a prospect it is not whether the prospect is going to purchase from Bob or from his competition. It is which one of Bob’s proposals the prospect is going to purchase.”
You see, I never offer a prospect just one proposal. I always offer three different proposals. Three different prices that reflect three different quantities and qualities of features and benefits. Prospects want a choice, so I give them a choice. A choice between proposal one, two or three. Not a choice between my competition and me.
I offer my prospects a Gold, a Silver or a Bronze agreement. Of course the Gold agreement has all the bells and whistles and cost the most. The Silver is a step down in cost and features- benefits. And of course the Bronze agreement contains less features and benefits than the Silver for an even lower cost. It is the old Good – Better – Best selection that has worked in retail sales since the beginning of bartering for goods and services.
When I sold jewelry and a customer was shopping for a diamond bracelet, I made sure they had at least 3 different ones on their arm. All at once if possible. It was the same when it came time to discuss payment options. I offered them Cash, Finance or Credit card. If they opted for Financing, I again offered them a choice. 90 days same as cash, 6 months same as cash or 1 year same as cash. We found giving choice worked so well in increasing our sales we even gave our customers 3 choice of wrapping paper for each category. (Birthday, wedding, baby, anniversary, etc.).
People buy and buy more when they feel they are in control. Giving your customers choices will give them the feeling of control.
Caution: You must always clearly explain the differences in benefits between the choices you are offering your prospect or they will become confused and you again will drive them to your competition.
Caution: Do not confuse your customers with to many choices at the same time. Watch their reactions and listen to what they are saying as you give them choices.
Make it a choice between what you offer…
…..not a choice between you and your competition
Stop Driving Your Customers To The Competition - To learn more about this author, visit Bob Janet's Website.
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Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
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Bob Janet
(Visit Bob's Website)
ooks and CD’s at www.Bob
Janet.comBob Janet uses 40 plus years
of face-to-face selling and marketing
experiences as owner / operator of
wholesale, retail, manufacturing and
service businesses, combined with his
unique content loaded, fun-entertaining
audience involved keynotes and seminars to
help owners, sales professionals and sales
support staff increase sales and profits
by gaining and retaining their most
profitable customers.
When everyone else tells you what to do to
increase your sales and profits...Bob
Janet shows you how!!
See all Bob's sales growth programs and
top selling sales / marketing
books and CD's www.BobJanet.com<
/a>
Bob Janet
Bob@BobJane
t.com
800-286-1203
www.BobJanet.com<
/a>
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